Authors

By Brownlee Thomas, Ph.D.

with Christine Ferrusi Ross,

Sean Galvin

Why Read This Report

Companies with distributed operations need telecom services deals to help them meet their immediate and longer-term technology requirements and changing business goals. As a result, enterprise IT sourcing and vendor management organizations (SVMOs) want service contracts that give them the right balance of potential cost savings and flexibility, reduced risk, and innovation. This report summarizes our insights gained from in-depth conversations with 17 enterprise clients with executive (VP and C-level) responsibility for their firm's global network and telecom services sourcing strategy. Key success factors for best-fit telecom deals are: 1) flexible terms and conditions in the framework agreement; and 2) productive customer-provider communication that includes regular executive exchanges and joint planning by the SVM and the provider account management team.

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